Question 1

The largest,fastest-growing market segments are generally the most attractive.

Accepted Answer

A) True 
 B)False

Question 2

Briefly explain the necessary characteristics of an effective and useful market segment.

Accepted Answer

The answer of Briefly explain the necessary characteristics of an...

Question 3

User status segmentation involves finding the major advantages or features people look for in the product class,the kinds of people who look for each advantage or feature,and the major brands that deliver each advantage or feature.

Accepted Answer

A) True 
 B)False

Question 4

What is the following statement an example of? 'To families concerned about safety,Volvo offers a vehicle with state-of-the-art safety features and stylish design that give you peace of mind when driving.'

Accepted Answer

A) positioning statement 
B) service differentiation 
C) concentrated segmentation 
D) competitive advantage 
E) responsible target marketing

Question 5

Why and how do businesses segment their markets?

Accepted Answer

The answer of Why and how do businesses segment their...

Question 6

A manufacturer of toothpaste has segmented the market and developed distinct product offerings designed to appeal to the three different segments.One product offers all day protection from tooth decay,a second product offers whiter,brighter teeth and the third product offers all day mouth freshness.Which approach to segmentation is the company most likely to have used?

Accepted Answer

A) benefit segmentation 
B) psychographic segmentation 
C) usage occasion 
D) usage rate 
E) demographic segmentation

Question 7

The division of buyers into groups based on their knowledge,attitudes,uses or responses to a product is ________ segmentation.

Accepted Answer

A) behavioural 
B) psychographic 
C) age and life-cycle 
D) demographic 
E) geographic

Question 8

Some critics of marketing worry that premium offers and high-powered advertising appeals presented through the mouths of lovable animated characters will overwhelm children's ________.

Accepted Answer

The answer of Some critics of marketing worry that premium...

Question 9

A chain of food stores hires employees who are superior to employees hired by the competition by conducting lengthy searches and interviews.Management also trains employees at higher levels than its rivals.It has gained a strong competitive advantage through which type of differentiation?

Accepted Answer

A) image 
B) people 
C) services 
D) product 
E) channel

Question 10

'More for more' positioning involves charging a ________ price for higher costs or more benefits.

Accepted Answer

The answer of 'More for more' positioning involves charging a...

Question 11

What are the four steps,in order,to designing a customer-driven marketing strategy?

Accepted Answer

A) market segmentation,differentiation,positioning,and targeting 
B) positioning,market segmentation,mass marketing,and targeting 
C) market segmentation,targeting,differentiation,and positioning 
D) market alignment,market segmentation,differentiation,and market positioning 
E) market recognition,market preference,market targeting,and market insistence

Question 12

Niche marketing offers smaller companies an opportunity to compete by focusing their limited resources on serving niches that may be unimportant to or overlooked by larger companies.

Accepted Answer

A) True 
 B)False

Question 13

Companies today recognise that they cannot appeal to all buyers in the marketplace,or at least not to all buyers in the same way.

Accepted Answer

A) True 
 B)False

Question 14

The International Drilling Company segments its foreign markets by the income levels of a country's population.This firm segments on what basis?

Accepted Answer

A) political factors 
B) legal factors 
C) geographic factors 
D) economic factors 
E) cultural factors

Question 15

Explain the concept of positioning for competitive advantage.

Accepted Answer

The answer of Explain the concept of positioning for competitive...

Question 16

BMW allows customers to design their own vehicle from a set of options at BMW's website.What is this called?

Accepted Answer

The answer of BMW allows customers to design their own...

Question 17

Briefly outline the principal steps in designing a customer-driven marketing strategy.

Accepted Answer

The answer of Briefly outline the principal steps in designing...

Question 18

________ segmentation divides a market into groups based on variables such as education,religion and nationality.

Accepted Answer

The answer of ________ segmentation divides a market into groups...

Question 19

Consumer and business marketers use many of the same variables to segment markets.Business marketers use all of the following EXCEPT which one?

Accepted Answer

A) operating characteristics 
B) purchasing approaches 
C) situational factors 
D) personal characteristics 
E) brand personalities

Question 20

A perceptual positioning map is a device often used by marketers in planning their differentiation and positioning strategies.This map always shows customer perceptions of a given company's brands compared with competitors along the attributes of price and benefits.

Accepted Answer

A) True 
 B)False

Exam 6: Customer-Driven Marketing Strategy: Creating Value for Target Customers

The largest,fastest-growing market segments are generally the most attractive.

Briefly explain the necessary characteristics of an effective and useful market segment.

User status segmentation involves finding the major advantages or features people look for in the product class,the kinds of people who look for each advantage or feature,and the major brands that deliver each advantage or feature.

What is the following statement an example of? 'To families concerned about safety,Volvo offers a vehicle with state-of-the-art safety features and stylish design that give you peace of mind when driving.'

Why and how do businesses segment their markets?

The division of buyers into groups based on their knowledge,attitudes,uses or responses to a product is ________ segmentation.

Some critics of marketing worry that premium offers and high-powered advertising appeals presented through the mouths of lovable animated characters will overwhelm children's ________.

A chain of food stores hires employees who are superior to employees hired by the competition by conducting lengthy searches and interviews.Management also trains employees at higher levels than its rivals.It has gained a strong competitive advantage through which type of differentiation?

'More for more' positioning involves charging a ________ price for higher costs or more benefits.

What are the four steps,in order,to designing a customer-driven marketing strategy?

Niche marketing offers smaller companies an opportunity to compete by focusing their limited resources on serving niches that may be unimportant to or overlooked by larger companies.

Companies today recognise that they cannot appeal to all buyers in the marketplace,or at least not to all buyers in the same way.

The International Drilling Company segments its foreign markets by the income levels of a country's population.This firm segments on what basis?

Explain the concept of positioning for competitive advantage.

BMW allows customers to design their own vehicle from a set of options at BMW's website.What is this called?

Briefly outline the principal steps in designing a customer-driven marketing strategy.

________ segmentation divides a market into groups based on variables such as education,religion and nationality.

Consumer and business marketers use many of the same variables to segment markets.Business marketers use all of the following EXCEPT which one?

A perceptual positioning map is a device often used by marketers in planning their differentiation and positioning strategies.This map always shows customer perceptions of a given company's brands compared with competitors along the attributes of price and benefits.